In our daily life and business activities, we should deal with all kinds of characters. Good interpersonal relationship is the manifestation of people's mental health and the key to success or failure of our career; the foundation of establishing good interpersonal relationship is communication. People often say that "doing well is better than speaking well" in sales work, which is not unreasonable.
In our daily life and business activities, we should deal with all kinds of characters. Good interpersonal relationship is the manifestation of people's mental health and the key to success or failure of our career; the foundation of establishing good interpersonal relationship is communication. People often say that "doing well is better than speaking well" in sales work, which is not unreasonable.
In what we are engaged in in the door and window industry, communication skills of terminal stores affect the volume of products to a great extent. Mastering communication methods that vary from person to person will make the sales work of store shopping guides more successful. Let's take a look at how to sing songs at the top of the mountain and see what people say.
1. Internal customers
this kind of customers often speak quickly and the volume is not large. They don't cooperate with the sales and service work of the store shopping guide very much. No matter what the store shopping guide says, it may often be "uh-huh", which makes the shopping guide unable to start and figure out. To put it simply, the internal clients are careful and meticulous in their work, accustomed to doing things in a controllable environment, and feel comfortable with the methods they are used. Because they don't like dealing with people very much, they prefer to judge by a large number of facts and data to ensure that they are doing the right thing.
Shopping guides should take them seriously, pay attention to details, don't seem too enthusiastic, and go straight to the theme. If they are willing to talk, the store guide should provide more facts and data for their judgment; And the finer the information they provide, the better, and often ask them: "Is there anything else I can provide?" Store shopping guides must show their proficiency in various technical parameters of doors, windows and accessories.
2. Perfect customers
they usually like to talk rather than listen. They may make things difficult for store shopping guides. For example, they will ask in a questioning tone: "How can you tell me how to solve this matter?" They will offer their own views on sales and service activities. They have a strong concept of time and pursue to finish a certain job efficiently, so what they consider is that their time should be spent and they trust their intuition.
Shopping guides need to become competitive and professional service and sales experts, which can attract them more. For example, they will ask some questions, even questions. If the shopping guide cannot answer them well, their attraction will be greatly reduced. When discussing needs with them, use words and words that can stimulate their needs as much as possible, such as efficiency, time, competitive advantage, change, status, prestige, prestige and mastering the overall situation.
3. Listening customers
they are quiet and good listeners. When answering the question of store shopping guide, I was also in no hurry. They will not take the initiative to put forward opinions on the job of shopping guides like perfect people. They will cooperate with the job of shopping guides in stores, provided that shopping guides can better guide them. They need to build trust relationships with people. They don't like to take risks and do things according to procedures. They are often relatively simple, and personal relationships, feelings, trust and cooperation are very important to them.
The relationship between shopping guides and them takes time to build, and the other party cannot be forced to do what they are unwilling to do. These people tend to form loyalty and often visit familiar places. They may become long-term customers (if their needs are met). Words that can be used when dealing with each other are: I promise, relationship, cooperation, participation, mutual trust, effectiveness, etc.
4. Active customers
it is very friendly to shopping guides. Shopping guides may easily see their smiles and hear their hearty laughter. They often respond quickly to what the store guide said, sometimes interrupting the store guide, and sometimes joking with the store guide. I hope to get attention, pursue to be recognized by others, and do not pay much attention to details. The process is simple, creative and innovative to attract them.
Lively people are helpful and talkative, so through effective questions, store shopping guides can get a lot of valuable information from them. In communication, we should focus on them completely and make them pay attention to this point, so as to show that store shopping guides attach great importance to them. When discussing their needs with them, use words and words that can stimulate their needs as much as possible, such as superior recognition, relationship, influence, ease, change, etc.
The above is just a summary of the consumer portrait, and it is only a basic classification. It is a description of rough lines, because people are relatively contradictory complexes, it's not that you can draw a conclusion on your personality characteristics through communication once or twice. In the process of actual sales, all sales staff serving as the terminal store of doors and windows should constantly communicate with customers sincerely, and "observe and observe the words" everywhere ", but don't be confused by superficial phenomena, and do" never pick customers ". In this way, a good sense of trust can be established with customers, which opens a successful step for the transaction.
Of course, if you are a consumer, you may read this article and say, "Are your manufacturers in the 'routine, 'are we customers?" HOME&ME Tai can tell you clearly that we are absolutely no routine for every customer. Hongmingtai ------- as China's high-end aluminum bag the customized brand of wooden doors and windows always treats people with sincerity and heart to heart, providing consistent high quality products and five-star professional customized services for every customer. Because "meeting users' needs is our primary goal".
(Article Source: jiuzheng building materials network, invasion and deletion)
